1. Marketing 475 Retailing Management Week I: 2002 Introductions Ground rules IRI exercises Retail overview Handout case 1

2. Introductions/ Announcements Roll/registration: any problems? Food Industry Certificate at PSU Scholarships

3. Index Cards Name Phone # for messages email address Employer (if applicable) Major; grad year What is your goal upon graduating? (specific)

4. Retailing! Scope Retailers Suppliers Hangers-on

5. Mktg. 475 Objectives IRI Analyzer software tool basic navigation, report writing and analysis Basics of branding and retail packaged goods marketing Category management and variety/duplication concepts Overview of the retailing industry and retail financial basics Compelling presentations of data using PowerPoint

6. IRI Analyzer Software used throughout the course Basis for learning analytical skills Widely used in retailing and packaged goods industry

7. Grading

8. Final Project Project Outline: (Due Week 5), includes targeted data sources and references you will use for industry information.  Integrate the course material to help solve a real business issue Demonstrate understanding of key concepts

9. Case Analyses

10. Data to support conclusions must be used in the body of the paper and must be shown in attachments (from Analyzer reports)

11. Attendance/Participation Mktg 475 is a discussion class; everyone is expected to contribute Miss 3 or more classes and receive 0 credit for attendance Level of thought, regular participation and listening skills will be basis for grade in participation

12. IRI Exercises Lab session

13. IRI Analyzer Basics What it is Dimensions Starting Navigation

14. Dimensions

15. Marketing 475 Retailing Management Week 2: 2002 IRI exercises Mod 1-5; 6-9 Retailing basics Ch. 2 Retailing strategy Ch. 6

16. IRI Exercises Mods Practice Case 1

17. Retailing Basics Functions of retail: break bulk, hold inventory, provide services, add value 20% of US industrial employment Some of the largest firms worldwide are retailers –Kroger –Wal-Mart –Carrefour –Home Depot Career opportunities

18. Food Retailing C-Stores: <4 tsf Conventional supermarket: <20 tsf Superstores; combination stores: 20 - 100 tsf Warehouse/box stores Natural foods Specialty

19. Creating and Implementing Retail Strategy Target the market Identify the format Develop long-term sustainable competitive advantage –Customer loyalty –Competitive position Provide appropriate merchandise and services

20. The Retail Mix Location Store design Assortments Pricing, advertising and promotion Selling and service

21. Start of Week 3

22. Assortments Variety (breadth) vs. duplication Breadth vs. depth

23. Category Management A “roadmap” to better marketing planning and execution Recognizes and involves all parties in the supply chain

24. Category Management: an Outgrowth of ECR Efficient Consumer Response: grocery industry initiative goal is to drive out inefficiencies... in grocery channel

25. Efficient Consumer Response SupplierDistributor Retail Store Consumer Household Timely, accurate paperless information flow Smooth, continual product flow matched to consumption

26. ECR: 10% of the Retail Dollar Represents Supply Chain “Waste”

27. Category Management Defined: “A collaborative process of managing categories as strategic business units...by focusing on consumer value.” »ECR Best Practices Committee on Category Management 1994

28. Category Management Major Elements Information Technology Scorecard Organization Capabilities Collaborative Relationships Strategy & Business Process